Lead Account Manager

Summary

Join Datacor as a Customer Account Manager and cultivate strong relationships with our Chemical and Food & Beverage manufacturing/distribution clients. You will focus on growing recurring revenue by enhancing product adoption, increasing retention, and identifying upsell opportunities. This role demands deep engagement with clients at all levels, leading business process reviews, and collaborating with internal teams. Success involves establishing bi-annual reviews with key customers, building a robust upsell pipeline, and proactively addressing at-risk accounts. The ideal candidate possesses a Bachelor's degree, enterprise software sales experience, and strong communication and problem-solving skills.

Requirements

• Bachelor's Degree
• Background in enterprise software/SaaS Sales, Account Management, Customer Success or similar role
• Ability to synthesize complex issues and communicate clearly to clients and internal stakeholders
• Proven ability to lead customers through large, complex projects
• Strong ability to understand technical concepts and problem solve
• Excellent written and verbal communication skills

Responsibilities

• Grow recurring revenue and boost net retention for assigned book of business
• Develop and execute engagement plans to maximize customer value
• Nurture deep, trusted-advisor relationships with various roles, including executive level and decision makers and be the first point of contact for any escalation
• Lead business process reviews with customers to uncover customer priorities and key business problems and match them against new features and products that may provide additional value to their businesses
• Identify, track, and close opportunities for upsell and cross-sell in collaboration with Solution Engineering and Services
• Prime customer base for renewals in collaboration with Renewals Team
• Serve as a customer advocate with relevant internal teams
• Coordinate internal Datacor resources across various teams to ensure customer satisfaction
• Keep track of customer progress on key projects and implementations
• Manage client expectations regarding the delivery of Datacor products and services
• Establish bi-annual review sessions with top 25% customers within your assigned base
• Be aware of key projects, strategic objectives, and specific challenges within assigned base
• Build pipeline for upsell/cross-sell
• Own an ARR quota in net-new upsell after ramp up
• Identify any at-risk customers and lead coordination of retention efforts

Preferred Qualifications

• ERP, manufacturing, and warehouse management software experience
• Understanding of process manufacturing & distribution concepts in the Chemical and Food and Beverage industry
• Strong foundation in sales methodologies/frameworks such as MEDDPICC, Force Management, Challenger Sales etc